Job interviews can feel nerve-wracking, especially when the conversation turns to salary expectations. Many candidates make the mistake of jumping in with a specific number right away, which often leaves them at a disadvantage. Career counselor Anna Papalia, who wrote the book ‘Interviewology: The New Science of Interviewing,’ shares a straightforward strategy that flips the script. She argues that the best response avoids naming any figure at all. This approach helps you keep the upper hand in negotiations.
Papalia points out that revealing your current salary or desired amount too early can limit what the employer offers. For example, if you earn $50,000 now and want $60,000, mentioning those details might prompt the hiring manager to stick closer to the lower end of their budget. Employers often have a range in mind, say between $60,000 and $90,000, but your disclosure can anchor the discussion downward. She calls this a common self-sabotage that many people fall into without realizing it. Instead of handing over control, you can steer things in your favor.
The recommended move is simple yet powerful. When asked about your salary expectations, turn the question back to them by asking what the budgeted range is for the role. Phrases like “What is the salary range for this position?” or “How much does this role pay?” work well. Most employers will share a ballpark figure, giving you valuable information. From there, you can aim for the higher end of what they mention. This tactic shows confidence and keeps the focus on their offer rather than your minimum.
@anna..papalia Replying to @Ali In a job interview when they ask you, “what are your salary expectaitons?” Never gve them a number. Always say, “What does the position pay?” 👉🏼Watch this @Anna Papalia to learn how to negotiate your next job offer 👩🏼💻But what happens when this is a required field on a job application? If I were you I would put all zeros, all 9’s. It is just asking for any numeric value to move you forward. If you do know the salary range do not put too little and do not put the top of the range, aim for the middle. 👉🏼Watch this @Anna Papalia to learn how to answer, “How are you?” in a job interview #jobapplication #jobsearch #learnontiktok #tiktoklearningcampaign ♬ original sound – Anna Papalia
Papalia stresses that you should never bring up salary yourself in the early stages. She compares the interview process to a first date, where rushing into heavy topics like long-term commitments feels off. Pushing for money details too soon can make you seem more focused on compensation than the opportunity itself. Patience pays off because it lets the employer invest more in you before numbers enter the picture. If they press for your expectations to move forward, stay firm without caving. You might respond with something like “I’m confident your range will align with what works for me” or politely insist on hearing their numbers first.
This method empowers candidates to negotiate from a stronger position. By gathering information before committing, you avoid underselling your worth. Papalia’s advice has gained traction through her TikTok explanations, where she breaks down real scenarios. Many job seekers overlook how much leverage they give away with premature answers. Mastering this one response can lead to better offers and more satisfying career moves overall.
What salary negotiation strategy has worked best for you in interviews, share your thoughts in the comments.
